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About Michael McGaulley
Michael McGaulley, JD, practiced law in NY and VA (and found it boring and frustrating . . . as do a lot of lawyers!). He moved into management consulting where he found exploring client organizations interesting, educational, and a lot of fun. But all good things end, and he now writes books full-time. www.MichaelMcGaulley.net The books fall into four series:
CAREER SAVVY PEOPLE SKILLS SERIES:
Book 1: AM I ASKING THE RIGHT QUESTIONS?: How to Focus on What Matters Most
Book 2: MENTAL PICKPOCKETING: How to Ask Questions Without Seeming to Ask
Book 3: UN-PUZZLING PERSONALITIES : How to Apply Dr. Jung's System for Understanding and Working With People
QUANTUM MIND-TECH SERIES (TECHNOTHRILLERS)
Book 1: THE GRAIL CONSPIRACIES Exploring deeper powers of the mind
Book 2: A REMEDY FOR DEATH: Playing God with body, soul, and biotech
Book 3: JOINING MIRACLES: Navigating the Seas of Latent Possibility (This is not so much a thriller as a spin-off of the technology alluded to in The Grail Conspiracies)
Book 4: THE ALCHYMAGIC DISRUPTIVE. (Spring 2021)
"INNOCENT?" INTERNATIONAL HEIST SERIES
Book 1: INFINITE DOUBLECROSS: The South of France: Art theft, art forgery, and artful duplicity
Book 2: DEEPER and DEEPER: Stealing Dirty Money from the Worst People in the World (and their Swiss Banks)
THE SMALL BUSINESS SALES HOW-TO SERIES (spun off from consulting work)
Book 1: 25 SALES HOW-TO TUTORIALS Guide New Start-Ups, Entrepreneurs, Career Changers, and Self-Employed
Book 2: SELLING 101: Consultative Selling Skills
Book 3: SALES TRAINING WORKSHOP LEADER GUIDE: Coordinates with the textbook Selling 101: Consultative Selling Skills
Book 4: HOW TO DELIVER PROFESSIONAL SALES PRESENTATIONS & DEMONSTRATIONS
FULL DISCLOSURE: he is also the co-author, with Wolfie Maine Coon, of EAT WELL & GET LOTS OF REST! Wolfie's Guide to the Good Life
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KNOWLEDGE IS POWER . . . BUT NOT EVERYONE IS WILLING TO SHARE IT!
It's an old saying, but still very true: knowledge is power...particularly in organizations and teams where your success depends in large part on career-savvy subtle communication skills and other people skills—particularly your ability to ferret out semi-hidden information, and to discern the real motives and deeper realities behind the situations and events going on around you.
It's easy enough to ask questions, and most of the time, most people will do their best to share the truth. But not always. Sometimes, if you play it straight and ask direct questions, you won't get straight answers, and you won't get to the truth. Instead, you'll get distortion, "spin" and other responses that are less than the whole truth.
But sometimes you may not want to ask a certain question, because that question may tip off the other person to what you're really after, and they may use that awareness to fudge, avoid, or distort.
WHAT IS "MENTAL PICKPOCKETING"?
How do you get information—and get to the truth—without flagging what you're really after? By employing mental pickpocketing—the art and science of asking questions without seeming to ask, or to ask what you're really after. Your skill in employing Mental Pickpocketing demonstrates aspects of what’s termed “emotional intelligence”.
BY READING THIS BOOK YOU WILL LEARN:
In this book, written by a lawyer and management consultant, you will learn. . .
- 15 "other" reasons to ask questions, apart from getting information;
- 10 basic tips on "information scavenging";
- 6 key factors in sequencing your questions and probes;
- 4 "nice "ways of mental pickpocketing;
- 7 "tricky" methods mental pickpockets use to subtly get truthful answers;
- 6 "even trickier" ways in which mental pickpockets operate;
- Subtle ways of changing pace, changing directions, and even discouraging the too-talkative;
- Methods of controlling the discussion—and the flow of words—when the other person is off-the-point, or telling you more than you need to know;
- A variety of ways of "listening" with your eyes.
- An array of "soft skills" and subtle interpersonal skills.
YOU WILL ALSO LEARN TO PROTECT YOURSELF AGAINST MENTAL PICKPOCKETS!
Sometimes you'll find yourself on the other side; sometimes it's YOU who's the target of a mental pickpocket! You'll find in this book a variety of "antidotes" to mental pickpocketing, including 14 ways of NOT answering questions and other subtle probes.
NEVER BE "SPUN" AGAIN. NEVER BE "PLAYED" AGAIN. LEARN TO CUT THROUGH THE GAMES AND GET TO THE TRUTH BY CLICKING THE BUY NOW BUTTON AT THE TOP RIGHT OF THIS PAGE.
EVER LOOK BACK AT THE END OF A TOUGH WEEK AND ASK,
- HOW COULD I HAVE OVERLOOKED THAT OPPORTUNITY . . . OR THAT HIDDEN PROBLEM?
- WHY DID I LET MYSELF GET DRAWN INTO SOMEONE ELSE’S PROBLEM?
- WHY AM I FAILING TO RECEIVE THE RECOGNITION AND COMPENSATION THAT I HONESTLY DESERVE? WHAT AM I MISSING? WHAT CAN I DO TO TURN IT AROUND?
- HOW COULD I HAVE BEEN SO OBLIVIOUS TO THE SUBTLE STUFF THAT WAS REALLY GOING ON HERE?
- HOW DO I CONSISTENTLY GET SIDETRACKED INTO SECONDARY ISSUES AND MISS WHAT REALLY MATTERS?
EVER GET THE SENSE YOU'RE FAILING TO ASK THE RIGHT QUESTIONS—BOTH SHORT AND LONG-TERM?
Ever get the sense that you're not winning-- maybe not even aware of --the subtle games of business and life going on around you . . . let alone the tricky games of career success and office politics?
As one federal executive put it, "You've got to be aware of the games that are being played. You don't have to play the games yourself, but you do need to recognize when they are being played against you."
But if the other players –our co-workers--don't tell us what the rules are in these career games, nor even put a name to them, then how do we survive and SUCCEED? How do we develop key career development skills? How? By making a habit of asking the right questions.
AM I ASKING THE RIGHT QUESTIONS? How to Focus on What Matters Most is the newest book in the Career Savvy People Skills Series, written by Michael McGaulley, a lawyer and management consultant, and draws on his experiences in a variety or organizational types—government, industry, technology, banking, and small business.
It is structured around a checklist of the savvy questions that guide you to career success, fleshed out with mini-case studies, lots of examples, and additional questions and worksheets for getting perspective and organizing your ideas and insights. Here are a few of the questions:
- What are the "real rules" that operate here in this organization or even this meeting, beneath the coded language and disinformation?
- Do I really need to be involved in this, or am I being drawn into someone else's problem?
- What is "winning" for me in this situation? What is winning for others--including hidden players operating through stand-ins?
- What is my best move at this point? Is a confrontation needed? If so, is now the best time?
- What should I consider before taking action? Am I thinking enough steps ahead?
- Are there broader opportunities hidden within this situation?
- What can I learn from this situation?
- Am I receiving the recognition and compensation I honestly deserve?
“You have to learn the rules of the game. And then you have to play better than anyone else." -- Albert Einstein
THIS IS THE FIRST BOOK IN THE CAREER SAVVY PEOPLE SKILLS SERIES:
Book 1: AM I ASKING THE RIGHT QUESTIONS? HOW TO FOCUS ON WHAT MATTERS MOST
Book 2: MENTAL PICKPOCKETING: HOW TO ASK QUESTIONS WITHOUT SEEMING TO ASK
Book 3: UN-PUZZLING PERSONALITIES: HOW TO APPLY JUNG’S SYSTEM FOR UNDERSTAND
Ever wonder, “Why are people so doggone hard to figure out . . . and even harder to work with?”
Or, “We’re on the same team, so why do we clash so much on little stuff like turf and territory and operating rules and procedures and deadlines and priorities? Is there a way to get us together and get the job done?”
The ultimate reality is that conflicts and tensions come not because some of those other people are plain ornery, or others are turf-warriors. The reality is that different people –with different personalities—see and react to the world in different ways.
As Dr. Carl Jung, one of the founding minds of modern psychology, put it:
“Everything that irritates us about others can lead us to an understanding of ourselves.”
UN-PUZZLING PERSONALITIES is based on a system developed by Carl Jung. Use it for viewing yourself with fresh perspective, as well as for understanding and adapting to the different ways others perceive and react to events and communications.
It’s a practical guidebook with checklists, case studies , and a variety of “cheatsheets” designed to help you recognize key factors in your own core personality . . . and in the people around you, at work and in family life.
The approach you will be learning to apply here –like the various Myers-Briggs systems – derives from Jung’s insights. But our aim here, unlike Myers-Briggs and similar programs, is not to provide psychological insights for therapy or for career choice. Rather, it is to provide you a practical tool helping you apply Jung’s insights to the real-world situations you encounter at work and in life.
WHAT’S DIFFERENT ABOUT THIS BOOK
Most books are to be read. This book is to be worked. You don’t just read; rather, you will be working with the author through several applications, dialogues and mini-case studies that guide you in processing and applying the material you have covered.
The point of the exercises? To help you move beyond “mere reading” and begin to apply Jung’s concepts, sometimes in exercises when you get practice in using the checklists and other job aids, then in the final chapter some case studies reminiscent of people we all know.
And, as a carry-away, you’ll draw on—even copy and keep at hand—the checklists to help you apply your new learning back in “the real world”.
PRACTICAL WAYS IN WHICH THIS BOOK WILL HELP YOU
It’s designed to help you arrive at helpful answers to questions such as,
- Of the people with whom you work, what personality characteristics are key in their make-up and worldview, and what implications result?
- How does my “personality’s world-view” differ from theirs? What implications? How can we overcome those differences?
- What are my—and their—typical strengths ... and vulnerabilities? How can we both compensate?
- How can I and they work better as a team? (If you’re the team leader, or a co-worker, how can you facilitate productivity and minimize unnecessary clashes?)
- What shapes the way they make decisions?
- What steps can you take to improve your communications? Can you adjust your approa
Suppose seemingly random happenings are in fact within our control?
Suppose it’s possible for us to "navigate" toward happy outcomes, and navigate around the bad stuff?
Suppose the serendipitous events we encounter are actually a product of our mental focus and expectation? Can we intend synchronicities and serendipities, those happy strokes of good fortune . . . and seeming good luck?
Can what seem to be coincidences actually be outcomes of our intentions and expectations?
Is there a secret mind-set we can tap? Can we train our minds and intentions to make happy, beneficial synchronicity our norm?
Joining Miracles is a novel, inspirational fiction, but it's not a fantasy: it's based on findings extending from the breakthroughs of modern quantum physics back to the insights of the ancients.
GOING OFF ON YOUR OWN? NEW VENTURE? NEWLY SELF-EMPLOYED? CAREER CHANGE? CONSULTING?
HOW TO FIND PROSPECTS AND SELL FACE-TO-FACE: A Step-by-Step Guide for New Entrepreneurs, Self-Employed And Career-Changers is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.
This sales book is set up around 25 practical sales skills tutorials that guide through all the steps from getting started with an idea (for a product or service), through the stages of defining just what is needed, finding prospects, making sales calls, developing prospects’ awareness of the need and value of buying, handling sales objections and questions, closing the sale, and following up.
Each tutorial contains practical sales how-to tips, including checklists, and model selling scripts which readers are encouraged to model on in “translating” the models to their market and their communication style. As a workbook, you don’t just read, but work on application exercises, and adapt models to your own situation.
WHO IT IS FOR
HOW TO FIND PROSPECTS AND SELL FACE-TO-FACE is a collection of short tutorials for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success.
It can be used as the basis for hands-on new entrepreneur sales training programs in community colleges or job creation centers.
WHAT YOU WILL LEARN
The tutorials are set up around key, practical questions like those following. In each, you will find practical how-to tips, model scripts, checklists, and templates for pulling together your ideas and insights, and for modeling on. Here’s the list”
PART ONE GETTING STARTED
Tutorial 1 Are There in Fact Important Needs That My Product or Service Can Fill?
2 How Does My Product or Service Stand Out from the Competition? How Can I Make it EVEN MORE Unique or Valuable?
3 Can I, Cost-Effectively, Reach the People (Or Decision-Makers Within Organizations) Who Need What I Offer?
PART TWO ORGANIZING YOURSELF
4 Who Can Say Yes to What I Offer?
5 When to Work by Appointment and When to Cold-Call
PART THREE GETTING THE APPOINTMENT
6 How to Get Past the “Gatekeeper” or “Screen”
7 How to Ask the Prospect for an Appointment
8 How to Confirm Whether the Meeting Is Still On-Schedule. How to Handle It If There’s a Glitch.
PART FOUR WHEN YOU ARRIVE ON-SITE
9 How to Turn Waiting Time into Productive Time
10 How to Open Your Meeting with the Prospect
11 How to Excite the Prospect’s Interest in What You Offer
12 How to Ask the Kind of Questions That Nudge the Prospect into Explaining Why Your Product Is Needed, And How It Will Help Pay for Itself.
13 How to Use the Appropriate Question Type. How to Use the Power of Silence to Augment Your Questions.
It's the most powerful force ever known, and it's waiting to be tapped--for good or evil.
In Washington, strange messages arrive. One warns Greg Tapscott that he is "...the butterfly about to set off a storm that spreads around the world".
Another invites him to the old French port of La Rochelle, with the promise that he will finally learn "the truth" about his uncle, Paul Tapscott, an OSS agent "alleged to have been killed in action in France in 1944, along with the secrets that he uncovered at that time."
No one shows for the promised meeting in France, but Greg pushes on across England,Germany and the Alps, learning that Paul "cut through centuries of disinformation and uncovered the deeper truth behind the legends of the Holy Grail. The true Grail is not the cup of legend, not bloodline. It is the most powerful force--or weapon--ever known. It is the secret to tapping the highest human potential."
It was sought by the Nazi Ahnenerbe or "Occult Bureau" in WWII, and now by the scruffy, brutal "army" made up of fans of Twisted Messiah, a violent,destructive, international rock group with neo-Nazi political ambitions and dark occult dimensions.
Can Greg locate and secure it before Twisted Messiah finds him?
And why,after decades of indifference-- or cover-up--has the CIA suddenly become interested in Paul Tapscott and what he discovered?
THE GRAIL CONSPIRACIES: Exploring the deeper powers of the mind. Book 1.
GOING OFF ON YOUR OWN? NEW VENTURE? NEWLY SELF-EMPLOYED? CAREER CHANGE? CONSULTING?
NEWBIE’S GUIDE TO SELLING FACE-TO-FACE : QUICK START FOR CONSULTANTS, FREELANCERS, NEW SELF-EMPLOYED, CAREER CHANGERS, START-UPS is a sales training workbook specifically designed for people who have a skill or product to bring to the world but who have never done much selling to this point in life . . . people such as new small business owners, consultants, free-agents, career-changers, free-lancers and self-employed.
WHAT IT IS
This is a concise, to-the-point, information-rich sales training book particularly directed to the needs of people who are new to selling . . . people such as new small business owners, consultants, free-agents, free-lancers and self-employed people who will benefit from better selling skills.
With this sales book and the sales how-to tips, model sales scripts, checklists, and templates for organizing your new knowledge, you are only hours away from a clear vision of what you will sell, how to reach qualified prospects, how to create an awareness of their need for what you offer, of responding productively to questions and objections, and of closing sales
WHO IT IS FOR
It is mainly intended for individuals who are starting up new ventures - or starting over after a career change - and need to quickly absorb practical sales techniques needed for sales success.
It is also a succinct guide to selling consulting services and marketing free agent or free-lance projects.
Note: This book is designed for beginners. A companion book, SELLING 101: Consultative Selling Skills, also by Michael McGaulley, is directed to the needs of more experienced sales people, as well as sales managers, sales team leaders, and sales trainers in organizations and colleges. (A SALES TRAINING WORKSHOP LEADER GUIDE has been developed to accompany SELLING 101, to aid sales managers and instructors in classes and team meetings.)
WHAT YOU WILL LEARN
In each chapter, you will find how-to tips, model scripts, checklists, and templates for pulling together your ideas and insights. The tutorials are set up around key, practical questions, like these:
- Are there important needs that my product or service can fill? If there are no needs, or if the needs are not recognized, by the prospect, then selling your services will be an up-hill battle. Maybe it's best to rethink, open to new slants and reassess the needs your product can fill.
- How does my product or service stand out from the competition? Can I tweak it to make it even more unique and valuable?
- How can I cost-effectively reach the decision makers who can say yes?
- When to work by appointment? When (if ever) by cold-calling?
- How to get past the gatekeeper? How to win an appointment?
- When on-site, what to look for? What does the office mood and style suggest?
- How to open the meeting.
- How to get the prospect excited about what you offer, and what it can do? Hint: telling how great your product is usually not the best way. . . at least not at the start.
- How to ask the kind of questions that nudge the prospect into telling you why they need what you offer.
- How to talk price. Tip: Price is usually not the most important issue.
- How to recognize and respond to "buying signals".
WHAT IT IS
This third Edition of SELLING 101 is drawn from the selling skills training courses and sales training how-to books the author developed for top marketing organizations. Ideal for sales meetings and continuing OJT, as well as for sales training retreats, as well as for those selling consulting services or free-agent assignments.
SELLING 101 is a sales training book designed to provide practical sales how-to guidance on the kind of sales and selling skills useful for sales people looking for fresh ideas and the kind of selling techniques how-to training provided in the sales training centers of top sales and marketing organizations. Selling face to face is a main focus of this sales training book. Ideal basis for sales team meetings and manager-trainee 1 on 1 sales coaching.
SELLING 101 also provides the practical sales how-to guidance needed as more and more people are setting up new businesses, or shifting to self-employment as consultants, free agents, free lancers, and new entrepreneurs.
SELLING 101 CAN BE USED LINKING WITH SALES TRAINER WORKSHOP LEADER GUIDE BASED ON SELLING 101 . ISBN 979-8570441941
If you’re a sales team manager or instructor in a community college or other career-skills training program, available is an instructor guide linking chapter by chapter with Selling 101 as the trainee textbook. (That is Sales Training Workshop Leader Guide: Based on Selling 101. Both are part of the Small Business Sales How-to Series.)
AMONG THE TOPICS COVERED IN SELLING 101:
•Sales prospecting and screening for viable prospects.
•Getting past gatekeepers and screens.
•Phone sales skills to intrigue prospects into granting appointments.
•Making face to face sales calls.
•Using a consultative selling approach to build the prospect's awareness of needs, then make the case for the value your product or service provides.
•Short model sales scripts to model on.
•Handling sales objections and questions.
•Closing the sale.
•Following up after the sale.
CONTENTS: SELLING 101--SALES TRAINING HANDBOOK
PART ONE: LOCATING PRIORITY PROSPECTS
1: Creating Your Prospect List
2: Setting Priorities Among Prospects
PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE PROSPECT
3: Finding Your Way to the Person or Team Within the Organization Who Can Say Yes
4: Getting Past the Prospect’s Screen
5: Cold Calling – When and When Not
6: Convincing the Decision Maker to Meet With You
7: Organizing and Learning from Your Phone Calls
– Checklist for critiquing your phone technique
PART THREE: HELPING THE PROSPECT RECOGNIZE THE NEED FOR YOUR PRODUCT
8: Opening the Face-to-Face Meeting With the Prospect
9: Developing/Enhancing the Prospect’s Awareness of Need for the Product or Service You Offer
10: Selling by Asking Questions: The Consultative Selling Wedge
11: Consultative Selling Approach: Matching the Question to the Situation
12: The Consultative Selling Wedge: How-To Checklist
13: Selling By Asking Questions: Modeling the Consultative Selling Wedge In Action
PART FOUR: SHOWING HOW YOU CAN FILL THAT NEED
14: Making The Links— Linking Prospect's Needs to Your Solution to the Value of Filling Those Needs
IF SHE CAN'T TRUST HERSELF -- AND HER INSTINCTS --
WHO CAN SHE TRUST?
Betrayed by her fiancé weeks before the wedding, Emily Cederquist takes off to France to heal.
On her first night on the Riviera, she witnesses a major art theft at the Picasso Museum in Antibes . . . and the police suspect that she was not just a witness but a key part of the team.
She finds herself caught in a tangle of duplicity, deception, and doublecross for high-stakes:
Big league art theft.
A team of ex-commandos, self-dubbed "liars, crazies and misfits".
A seductive, scheming French-English gold-digging art dealer.
A middle-eastern playboy with no common sense but mega-dollars to squander.
And a guy who may be as ideal as he seems, her perfect match. Or who may be the most dangerous and manipulative of all.
It's said that we only go around once in life . . . at least that's the way it's always been.
But what if? What if the terms of life have changed . . . for an elite, self-selected few?
What was "mere" science-fiction not long ago is a fast-approaching reality in the era of bio-tech and genetic engineering.
Chicago: On the night his wife and young daughter are kidnapped and murdered, Dr. Doug Daulby, a neuroscience researcher, is caught performing an unauthorized illegal experiment– implanting human fetal tissue into the brain of a chimp to explore if it will develop human verbal abilities. The scandal costs him posts as a surgeon and neuroscience researcher at the university hospital.
San Diego: The twin sister of Kate Remington, PhD., a psychologist with a controversial approach to Multiple Personality Disorder / Dissociative Identity Disorder (MPD), is mugged and left in a permanent coma. Kate’s ideas on mind and MPD are too radical for the university, and she loses her grant . . . along with her job and insurance for her sister.
The promise of a chance to start over in a state-of-the-art lab dedicated to cutting-edge bio-science and mind-science research lures Daulby and Remington to a clinic in the mountains of central Europe. But once there, they find the reality is vastly different from what they were told. And there is no way out.
They realize, too late, that a secretive cabal of the rich, powerful and politically-connected is funding “a kind of Jurassic Park for rich old guys”. The aim: to recreate themselves, and hence gain the chance to go around again in life, as one of them put it, in “healthy, horny 21-year old bodies complete with all our accumulated savvy from this lifetime."
The work offers the promise of Frankenstein and eternal youth in the era of bio-tech, genetic engineering, tissue engineering, radical life extension, cutting-edge mind and neuroscience research, explorations of the line between mind and brain, cloning, regenerative medicine, and a branch of bio-science beyond cloning.